Sales Manager - Regional-USA-WKP

About Diversified
Diversified is a global leader in audiovisual and media technology. We design and build innovative spaces and experiences for clients across industries such as corporate, entertainment, sports, retail, and government. Our team partners with organizations around the world to create environments that connect people through technology.

What To Expect
At Diversified, you'll work on exciting and complex projects with opportunities to grow your career. We offer a collaborative and flexible work environment, competitive pay and benefits, and a culture that values diversity, inclusion, and innovation. If you're ready to grow, create, and make an impact, Diversified is the place to do it.

Mid Atlantic Sales Manager
Location:

Sterling, VA

Reporting to:

Vice President, Northeast Region

Position Overview
Diversified is seeking a dynamic and results-oriented

Mid Atlantic Sales Manager

to lead the growth and performance of our Account Executive (AE) organization across key strategic markets, with a specific purview over new and developing team members. This role is focused on developing and scaling high-potential AEs, increasing sales effectiveness, and driving consistent pipeline generation and revenue conversion.

This individual will report into our Sterling, Virginia office, directly managing a team of

6 Account Executives

across the DC and Philadelphia markets and will play a critical role in accelerating sales velocity, strengthening client engagement strategies, and enhancing overall close rates across the region.

Key Responsibilities
Account Executive Leadership & Development

Directly manage a team of 6 Account Executives across the Mid-Atlantic sub-region

Partner with the Regional VP to add 2–4 Account Executives to the Mid-Atlantic team over the next 12 months, increasing market coverage.

Identify and cultivate high-potential talent, accelerating AE growth, performance, and career progression

Establish clear expectations around business development activity, pipeline creation, and revenue attainment

Provide hands-on coaching in territory planning, account strategy, and deal execution

Sales Execution & Pipeline Growth

Drive disciplined pipeline generation through structured prospecting and client engagement activities

Ensure strong sales velocity by reinforcing opportunity management, stage progression, and conversion best practices

Partner with AEs to increase win rates through improved qualification, solution positioning, and executive alignment

Monitor pipeline health, forecasting accuracy, and sales cycle efficiency using available reporting tools

Client Engagement & Market Expansion

Promote and enforce consistent client-facing activity, including unique meetings, discovery sessions, and strategic account engagement

Support AEs in developing new logos and expanding within existing accounts through proactive business development

Ensure alignment with vertical and regional growth priorities

Specifier & Partner Ecosystem Development

Build, strengthen, and maintain strategic relationships within the regional specifier and stakeholder community, including Consultants, Owner's Representatives, General Contractors, and Architects

Establish Diversified as a trusted partner early in the project lifecycle to influence opportunity origination, scope definition, and solution positioning

Develop and execute a regional engagement strategy to drive consistent visibility and collaboration within the design and construction ecosystem

Partner with Account Executives to expand access to key decision-makers and increase participation in pre-RFP and design-stage opportunities

Cultivate strong relationships with strategic vendor partners, aligning on joint go-to-market initiatives, account planning, and co-selling opportunities

Leverage vendor partnerships to enhance differentiation, improve solution positioning, and unlock new pipeline opportunities

Drive measurable regional lead generation through coordinated efforts across specifiers, stakeholders, and partners

Track and report on partner-sourced pipeline, spec-in opportunities, and ecosystem-driven revenue contribution

Operational Cadence & Internal Alignment

Establish and lead regular team cadences, including:

Weekly pipeline and forecast reviews (aligned with existing pipeline review motions such as Sales / Ops: Pipeline Review)

One-on-one performance and coaching sessions

Deal strategy and account planning reviews

Ensure AEs are effectively leveraging internal resources (marketing, engineering, vertical specialists) to support deal progression and client outcomes

Partner cross-functionally to remove barriers and improve sales execution efficiency

Performance Management

Track and manage key performance indicators, including:

Pipeline generation and coverage

Client-facing business development activity

Sales velocity and cycle time

Close rates and revenue attainment

Use data-driven insights to identify trends, coach gaps, and optimize performance

Qualifications

7+ years of B2B sales experience, with at least 3 years in a direct people-management role

Proven success leading Account Executive teams and driving measurable improvements in pipeline and close rates

Strong understanding of enterprise sales processes, including opportunity management and forecasting

Experience operating in complex, solution-based sales environments

Demonstrated ability to coach and develop high-performing sales professionals

Excellent leadership, communication, and cross-functional collaboration skills

Key Success Metrics

Achievement of individual team member quotas

Growth and development of AE talent across the region

Increased pipeline generation and coverage ratios

Improved sales velocity and win rates

Expansion of client engagement and new business opportunities

What We Offer
We believe great people deserve great benefits. In addition to competitive compensation, we offer a comprehensive benefits package designed to support your health, financial wellbeing, and work-life balance:

Multiple medical plan options to fit you and your family's needs

HSA & HRA company contributions

Dental coverage, including orthodontic benefits, and vision plans

Company-paid Benefits

Basic Life, AD&D

Short-Term and Long-Term Disability insurance

Employee Assistance Program (EAP)

Generous paid time off — 3 weeks PTO plus company holidays and floating holidays

401k with company match

Paid maternity leave

Healthcare and Dependent Care Flexible Spending Accounts (FSA)

A wide range of voluntary benefits including Critical Illness, Hospital Indemnity, Accident Insurance, Pet Insurance, Homeowners and Auto Insurance, Supplemental Life and AD&D coverage, and Legal Services

Commuter benefits

And much more

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